Networking, Marketing, Sales, Business Coach

EP52: How and Why to Pre-Qualify Leads for Maximum Profits


In this episode of the DYB podcast, Steve once again brings in the DYB Coach team consisting of Ron Ramsden, Greg Miller, and Scott Lollar, to talk about how and why pre-qualifying jobs and clients can save a lot of time and lead to maximum profits.

This is thoroughly illustrated through the team’s exchange of stories, ideas, and scenarios.

Steve and the team discuss how to properly engage clients with regards to proposals, turning down a job or referring them to other companies.

They emphasize transparency and setting a healthy boundary on when to say no or yes to jobs.

They also dive into determining the target market for a company based on profitability, value alignment with employees and determining the projects that can be most efficiently set up, executed and closed out in a given time frame.



  • Why pre-qualifying leads can save you a lot of time
  • How to Pre-qualify jobs and clients
  • When to say “No” or “Yes” to jobs
  • How to determine your target market





“It’s about delivering the right experience so when you’re a misfit then the experience is gonna be poor for the customer but is also very difficult for your team.”

“One way I was able to identify this [target market] is by tracking our lead flow, and our wins, losses and job profitability.”

“People are looking for the work you do on Facebook.”

“I ended up developing fantastic relationships with other painting companies around here by referring them jobs that weren’t in our wheelhouse and then, in turn, they would reciprocate.”

“When we can turn bias into just conversation, in respect, everybody wins every time.”



6:07 Why pre-qualify in the first place?

9:02 How does a company know its target market?

12:54 Referrals to and from other companies

18:50 The job process, pricing, estimates

28:30 Ownership of the business



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About the Author

As a newly single father of two from MI, he struggled to start over as a paint contractor in FL, going door to door. His situation was so bad, even the IRS had mercy on him.

 Feeling completely hopeless, he remembered the story of King Solomon praying for wisdom. Could it be so easy? 

He felt he had absolutely nothing to lose. So, as a bankrupt, divorced, high school dropout, single father of 2 young kids, now living 1250 miles away from all friends and family, started to pray for wisdom.
 And while he continues to wait for the wisdom to arrive, what did come was an insatiable desire to learn and read books… 
Thanks to God for giving him the burning passion to read books, and attend seminars, (oh and winning the wife lottery) he not only cracks the success code and overcomes the struggle, but also streamlines his painting business in less than 3 years, published a how to book, then sold the company. Now he leads a business coaching company for painting contractors so he can help other businesses, like yours, to do the same. Hear more... Or